Motivation is the key to any success in your life, but particularly when we are speaking in terms of real estate sales. While we all respond to different motivators, there are some key items to keep in mind as a sales manager to maximize success.
Start with a clear vision of what success looks like so that everyone will be working toward a common goal. You want to map out your path to success and keep everyone up to date your progress. These updates can be incorporated into weekly sales meetings and staff one on ones. Keeping everyone’s eye on the prize gives us all a great sense of purpose and a feeling of being “in” on things.
Below are the 12 motivational tips I use to maximize our real estate sales:
Tip #1—Be Present
Today’s technology has trained us to have an immediate response to every text, email, and call that comes in, but during your weekly one on one and sales meetings you have to really be present. Make sure that your staff knows that you are there for them by actively listening, taking notes, giving input, and asking appropriate questions.
Tip #2—Be Direct
As sales professionals we can always tell when someone is dodging a question or giving us the run around. Be direct and coach in a straightforward and respectful manner.
Tip #3—Be Honest
Professional growth cannot occur without honesty. Identify the area for opportunity, address what needs to be improved, and how to ensure the correct outcome in the future. This is never an easy conversation, but stay focused on the goal, professional growth, and desired results.
Tip #4—Communicate With Respect
We’re adults here, so let’s treat each other as such. If you yell and degrade your team, they won’t stay with you long—or if they do, they will not work to their full potential for you. Would you give your all to someone who yells at you?
Tip #5—Give Credit Where It’s Due
If someone on your real estate sales team has a shinning idea, give credit where it’s due. If you take someone’s idea as your own you will lose your most valuable assets as an employer—trust and respect. If you take someone’s idea from them, will they give you more?
Tip #6—Everything Trickles Down
We can’t expect our staff to hold a standard that we don’t ourselves uphold. If you don’t live the companies values on a day to day basis, no one else will either. If you’re positive, your team will be. If you’re negative, your team will be. What you do sets the tone of your team.
Tip #7—Get All The Details
When a problem pops up, ask questions to make sure you have all the facts. It’s too easy to jump to conclusions, when maybe you are only missing one small piece of the puzzle. If there is a true problem, you still need all the facts to get to get things back on course.
Tip #8—Don’t Just Say It, Do It
We’ve heard it time and time again but, actions speak louder than words! As a manager, if you set a goal or make a commitment to your team you’ve got to follow through. In fact, encourage your team to hold you accountable. We can’t ask our team to execute their goals when we can’t execute ours.
Tip #9—Be Responsive
Your team has to come first and communication is key! If you are out with clients all day and have a mountain of emails and voicemails from your team when you return, you’ve got to respond in a reasonable timeframe. You want your team to know they have a support system. Remember—their success is your success.
Tip #10—Keep Constructive Criticism Behind Closed Doors
Again, we’re all adults so publicly correcting someone does more harm that you might think. Not only do you lose respect from the recipient, but it decreases the overall office moral. Keep constructive criticism in private to keep the lines of trust and communication open.
Tip #11—Celebrate The Wins
Sometimes we get so caught up in the “where we can improve” that we don’t pay adequate attention to where we excel. Celebrate those wins, big and small—this you can do publicly! Consider making a list of wins that happen during the week and presenting them during weekly staff meetings and in one on ones. Make sure everyone gets positive recognition regularly.
Tip #12—Feed From Your Mission Statement
All goals, development plans, marketing campaigns—everything should be directly related to a particular part of your Mission Statement, Vision, Values; whichever applies to your real estate sales team. If we show that we are always giving strong representation of our company’s belief system we build a cohesive team and develop an impressive office culture.
Keep your team strong and your real estate sales will grow!